Lead Generation Techniques

DMA's "The B-to-B Media Mix" studies indicate that in the B2B environment,
the following 2 activities generate the most leads, with web, phone,
and email trailing far behind:

1. Event Marketing (number one source for lead generation)
2. Direct Mail (almost tied with Event Marketing)

So, how do you best leverage Event Marketing & Direct Mail
to generate qualified leads?

For events, you need to get bodies to show up. Right now there is smaller attendance at events like tradshows, but the attendees are of higher quality since the juniors got their travel budgets hacked.

For Direct Mail you need to get eyes to look at your offer.  Think of this: You're a busy exec and you get 20 pieces of mail a day; what jumps out at you and grabs your eye, and how much ends up quickly in the circular file?

Putting it all together, you might be working on a direct mail campaign to drive those high quality prospects to your event.  So why BORE THEM TO DEATH?  (does the picture at left bear any resemblance to your last direct mail offer? Be honest.)

Convinved you need to try something new?

I'm extremely biased of course, but consider lenticular. The lenticular case studies speak for themselves, as do the free lenticular samples.  Show them to your creatives and re-energize the group, the offer, and the return on your investment. 

Image courtesy of GoldenEel from Flickr's Creative Commons collection.
B-to-B Media Mix Source--DMA Statistical Fact Book, 30th Edition